23. The Stages of Practice Growth Part 3 – Mastering Case Acceptance

I’m joined once again by Dr Nauv Kashyap for part 3 in our 3 part series on the Stages of Practice Growth. In this episode, we talk about mastering case acceptance for the ongoing growth of your practice.

Dr Nauv Kashyap is the founder of Practice Ownership Consulting, Australia’s first dedicated consulting business to help employee/associate dentists explore practice ownership opportunities. He has been helping dentists transition into ownership with some excellent results. Many dentists have relied on him to provide expert guidance as they take on the challenges of ownership.

Nauv bought his first practice in 2008 with approx $400K a year turnover and 2,500 patients. That practice has seen more than 20,000 patients and in 2015 will turnover approx. $2.5million. He has started a further ten dental practices and has also sold practices. He continues to find opportunities for successful startups and takeovers even through a saturated dental market.

In this episode we talk about:
Why not all revenue is created equally
How patients make decisions
Elegant case acceptance principles
The new patient exam and case acceptance
The purpose of a treatment plan
The “fireside chat” and how it works
The importance of training new graduates in case acceptance communication
Why case acceptance is about patient outcomes
What unethical case acceptance looks like
Building a team with well rounded clinical abilities to ensure procedures are kept in house
Techniques for case acceptance
Common case acceptance mistake and how to avoid them
The 3 ways to increase revenue
The importance of building a relationship with new patients
The simplest and most effective way to case acceptance
When taking more time before presenting a treatment plan is more effective
And more